Glengarry Glen Ross is the worst sales training ever for Realtors because: 1. It portrays real estate sales as self-centered, not client-centered. 2. It's high pressure which causes high resistance. 3. It implies you have to to be a jerk to be successful. Here is the YesMasters approach that gets "Yes" without the BS: 1. It's about the clients' ...…

Why would you? Two most common answers: "So they see how hard I'm working...and eventually list with me." and "To get buyers." Why you should not do open houses for buyers: 1. It tells them you don't have anything else to do...so you're willing to work for free. Which is perfect when you don't value your time. 2. It trains them NOT to hire you. ...…

Reason you get resistance from clients…is because you’re “CLOSING” on them. “ABC” (Always Be Closing) to me always implied “ALWAY BE PUSHY.” "Closing" connotes using high pressure tactics to get the decision. People hate to be pressure from the outside. LEADING is the art of inspiring or influencing someone to make a decision…for their reasons, ...…

WHY MOST NEW AGENTS FAIL: 1. Not willing to work hard enough. From webinar comment: "This sounds more and more difficult than I thought and more work than expected!" 2. Not willing to face fear. Greatest fear is the fear of the unknown. So they give up way to easily. 3. Lack of effective guidance. Try to figure it out on their own. (looking for ...…

People tell you "No," because the believe you're just trying to get something from them for your own benefit. Why do they believe that? Because you're thinking about getting something for yourself. That's what's in your mind. That's WHY you're there. You're there to "get" a listing. They don't feel safe...when you're trying to GET something fro ...…

"Interviews with The Best," our new monthly series for the YESTalk for Realtors Podcast. Every month we'll be bringing you another interview with an agent or real estate professional who is one of the BIW (Best-In-World) at what they do. They are professionals who are simply sharing what they are doing and what's working for them in order to he ...…

After a 10 year economic boom, 74% of Americans still have less than $5,000 in Savings. And 58% have less than $1,000! That is shocking. This is not because of inequality or lack of opportunity, intelligence, or money. It's because of the way many of us (including me) have been trained to think about money. Reasons you want to make a lot of mon ...…

Here are the 10 things I hate about real estate: 1. B.S. 2. The egos. 3. I hate how easy it is to get in...and get out. 4. The Amateurism. 5. Our reputation. 6. How slow we are to adapt. 7. The whining and complaining of agents. 8. Rejection. 9. The boredom of repetition. 10. Lying clients If this episode helps you, please LIKE, COMMENT & SHARE ...…

You may not like it...but here are the actual 3 steps that will conquer procrastination in your life IMMEDIATELY: 1. Stop trying to find the secret to overcome procrastination. (That is just another form of procrastination.) . 2. Start doing what you're avoiding right now. 3. Celebrate every little pro-active action that you take that you used ...…

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.…

The lie is that prospecting is dead. Not even close. “People hate sales pitches.” True. And they hated them 40 years ago. “People hate you calling or knocking...”. Often true...just like 40 years ago. A lot has changed...BUT NOT EVERYTHING. What’s changed: 1) It’s harder to reach people. 2) People are more skeptical. 3) Online access to informa ...…

Preview appointments are a mistake...Because most agents do them wrong. 1. They're BS if you're pretending to have a buyer. 2. They're training the Seller NOT to hire you. 3. Value, not rapport, is what will make them hire you. Should you do them? If it's the only way I can get them to talk to me... #1) Tell them "I'm not looking for a specific ...…

Why should I pay for coaching when everything is free on YouTube? First, if mediocre results is what you're looking for, the free stuff is good. If GREATNESS/EPIC SUCCESS is what you want...here's why free YouTube Videos are a mistake: 1. It's too slow. 2. You have to sift through too much crap. 3. There's no cohesiveness, strategic plan. Botto ...…

Here are some of Jacobe's top insights for success: 1. Masters scripts and skills 2. Talk to everyone. 3. Take every real estate opportunity, even rentals. 4. Deliver results every time. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for ...…

THE THREE SECRETS OF SUCCESS 1. Unstoppable Mindset 2. Elite Skillset. 3. Get Off Your Asset. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kev ...…

1. Know what's happening in the market. 2. Keep it about what the market is saying. (Only the market gets to determine what a home is worth.) 3. Be straightforward and sympathetic. 4. Focus on motivation, not the market. 5. Be a problem-solver and focus on the big picture. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE t ...…

There are 5 indicators to watch: 1. Inventory Increasing 2. Days on market increasing. 3. Months of Supply Increasing 4. Number of multiple offers and full price sales decreasing. 5. Number of expired listings increasing. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com F ...…

1st watch "Your First 30 Days..." The fastest way is this: Whoever talks to the most people wins. Ask for business. Here are the three strategies for the fastest results: 1. Contact all your PC and get the word out. 2. Call and Visit every FSBOs & Expireds & convince them to hire you. 3. Open House Events. (Knock 200+ Doors to invite) If this e ...…

1. Commit to be the BEST. -- The quest for Best changes everything. Like a rookie...gives 120%. 2. Train like your life depended on it. -- First 30 days daily: 1 hr scripts > 4 hrs prospecting/Lead FU, 2 hrs on scripts & 2 hrs on Systems/Strategy/Mindset, 1 hr on ofc stuff. 7AM to 7PM. 3. Believe you can do this. Napoleon Hill said, "Your only ...…

The "secret" to handling objections is to understand the difference Between an Objection and a Complaint and a Condition. 1. An objection is a question that you need to answer. 2. An complaint is simply an expression of emotion about something they don't like. 3. An condition is a situation you can do nothing about. If this episode helps you, p ...…

Price is the most important thing to get a listing sold. Here's how to get the listing priced right every time: 1. "What the market is saying" is the only authority. 2. Absolute Certainty. 3. Buyers have to love the house AND the price, or they offer low or not at all. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to ge ...…

The three steps to overcoming the fear of asking for business are: 1. Action. Face the fear and break through it with massive action. 2. Belief. Have the belief: "They need me." 3. Competence. When you're great at what you do, it creates a sense of responsibility and confidence that "...if you don't hire me...you're making a huge mistake." Comp ...…

Three types of prospects: 1. DIE HARDS. (STUCK to their current person or plan) -- Back burner...not pressure... wait til the die-hard moment happens 2. CROCK-POT PROSPECTS. (LOOKING FOR RESULTS.) --Be consistent, respectful, the best...stay on their radar. 3. S.O.S. PROSPECTS (LOOKING FOR HELP) --Get their first and stay with them...with confi ...…

5 STEPS TO JUMP OUT OF A SLUMP: 1. OWN IT. Accept responsibility for where you are, because only then will you take responsibility for breaking out of your slump. 2. CAUSE? Figure out what caused it. Look for causes, not excuses. (A failure, fear, bad experience?) 3. HOW LONG? Figure out how long it has been going on. When did it start? How lon ...…

"Interviews with The Best," our new monthly series for the YESTalk for Realtors Podcast. Every month we'll be bringing you another interview with an agent or real estate professional who is one of the BIW (Best-In-World) at what they do. They are professionals who are simply sharing what they are doing and what's working for them in order to he ...…

This episode is my response to a new agent's questions about scripts and FSBO's after his first day of prospecting. 1) They repeated the same objection 2 or 3 times, and I couldn't just answer the same way that I answered them before - what do I do about these issues? 2) I'm not a fast talker by nature, and that seems to be working against me.. ...…

QUESTION from a new agent: Would you recommend that I take this first week or so to learn the scripts and work through the different modules, or jump right in to prospecting and lead generation? SHORT ANSWER: Jump in immediately. PRINCIPLES OF CONVERSATION TRAINING: 1. Spend 3-4 hours a day training on the scripts in the afternoon and evening. ...…

Frank Morris (coaching member) "Do you believe it's important to be the first agent calling an expired listing?." It helps. The earlier the better. Paul Tosello..was the early bird. #1 They will remember you. #2 They are more likely to answer the phone (after a few calls from agents many stop answering) #3. They tend to be less resistant. If th ...…

1. There is no single right answer. 2. Look at all scenarios. i. Market may go up, down, or hold for 6 months to 2 years. ii. Cash out? What then? Hold…what if…. Buy…what if… 3. Is #1 priority lifestyle or the numbers. 4. Pick option that is the best “Happy no matter what” for you. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SU ...…

This is the Long-game of networking for Lead generation. How to pick the right group: 1. Not realtor-saturated. 2. People that own real estate (have money). 3. Meets regularly. 4. Big enough that it justifies time. 5. Something your interested in. Samples groups: Foundations, Volunteer orgs., clubs, chambers, toastmasters, networking groups. Us ...…

5 Steps to get great results from networking. 1. Set your intention. 2. Connecting, not Collecting. Quality vs quantity. 3. The Day After - Video. 4. Add value. Ask not what your contact can do for you... 5. Put them in your PC system immediately. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episo ...…

1. Clock in and Clock out with Daily Schedule. No emails/texts/etc 2+ hours before bed or 2 hours after waking up. 2. Delegate. 3. Take Time Off. 4. Ask yourself, "Am I having fun?" (If not...you are at risk.) 5. Attend 4-6 Training/Self-Improvement Events per year. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get n ...…

MY RULES FOR A HAPPY WIFE, HAPPY LIFE Rules for a Happy Wife: 1. Tell her I live her every day. 2. Kiss her every morning before going to work. 3. Kiss her every night before going to sleep. 4. Give her fresh flowers every week. 5. Open every door for her everywhere we go. 6. Aim, flush, and put the toilet lid down every time. 7. Treat her like ...…

Here are the 5 steps to prepare for any real estate market downturn or crash: 1. Stay lean. 2. Get training (#1 Investment) 3. Make money. 4. Stash cash. 5. Prepare to get wealthy. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTO ...…

Doorknocking "No Soliciting" neighborhoods can be complicated. Here are four alternative strategies: 1. Direct mail with a compelling Offer on your website (this is stuff I train in depth in the Real Estate Vortex). 2. If you have a listing, hold Open House Events with "Neighbors Only Preview" for the first hour and invite with direct mail. 3. ...…

In 7th Grade football I learned one of the most powerful lessons about life from Coach Burge: Always have your helmet on...so when the coach calls your name, you're ready to play. EXPECTATION. Expectation shows up as preparation. Surprised how many agents aren't ready to take a listing. Prospecting every day. Pounding phones and pavement. "I ha ...…

This week our 14-year-old beagle, Homie, lost his battle with cancer. Every dream we had was planned around Homie. I never dreamed he would not be around to enjoy my sailboat. It reminded me to have a sense of urgency about accomplishing my dreams. Here's the action steps to getting your dreams. 1. Set a date and obsess about it. 2. Create a Vi ...…

Why You Need Cash Buyers: 1. They buy ugly houses that you find….and not every house is a showpiece. 2. They can close in 1 to 2 weeks…which is a great option for sellers who need a quick close. 3. For prospecting vacant/distressed properties (not short sales) with a note on door and letter…."I have a buyer for your property. If you are interes ...…

Are you controlling the online conversation about your value, or are you leaving it to Google? Because people ARE Googling you before they meet you. 1) Google Yourself. 2) Click every link about you on Page 1 of Google. 3) Rate Yourself on a Scale of 1-10 for how good each site makes you look. 4) Figure out how to control what people learn abou ...…

What do you do when half of the couple doesn't show up for the listing appointment? RULE #1) Do Not Present to Half a Couple. RULE #2) Do Not Blame or Get Irritated for them wasting your time. RULE #3) Reschedule. RULE #4) If they insist on meeting, refer to RULE #1. If you agree to meet with just one of them, you will NOT get the listing. It i ...…

What do you do when there are no listings…. And when you need business? Use these 3 Reverse Prospecting Strategies: 1. OLD EXPIRED/CANCELLED LISTINGS - Door knock. 2. LOCAL PAPER/DIRECT MAIL: We have buyers. 3. FB TARGETED AUDIENCE by zip code to homeowners. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices o ...…

Job mentality is death to an agent… 9-5. Entrepreneurial mindset is what works in real estate. You own your own business…OWNERSHIP means RESPONSIBILITY and OPPORTUNITY. It’s the opportunity to determine how much time you spend and how much money you make. Here are four Entrepreneurial Characteristics: Initiative. Used to waiting for someone els ...…

Sellers choose a list price for their home based on what they believe will get them the best sales price. The problem is they believe a higher list price will give them higher sales price, and that simply is not true. For buyers to choose a house, they have to like the house AND the price. If they love the house but hate the price (because it's ...…

1. Get Connected (FaceBook Realtor Groups) 2. Get Engaged. 3. Build at A2A PC (Agent to Agent Personal Circle) Team (video/email quarterly) 4. Take referrals seriously. 5. When you convert on referrals, remember to pay up. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com ...…

Why Buying Internet Leads Doesn’t Work, And What Does Because what you’re actually buying is not leads, but unfiltered prospects. Especially if you’re getting buyer leads (easier to get. Harder to convert) Because if you don’t know what to do with them, they’re worth zero. Build credibility by adding value to them even if they don’t want to tal ...…

Find the best agent. Set the referral amount you charge. 25-35% Ask for regular updates. • First contact/attempt. • First meeting. • Weekly to monthly. Get it in writing and cc their broker. • Per your broker, their broker is a party to the referral. Prep your refer-ee. (“If not happy, let me know…”) Follow up monthly. Get paid. If this episode ...…

There are 3 ways you can learn HOW TO MASTER REAL ESTATE: Learn from others’ successes or expertise. 1. Reading, Listening, and watching 2. Personal mentoring 3. Use the Power of Modeling & Mentoring Learn from others’ mistakes. “There are three kinds of men. The one that learns by reading. The few who learn by observation. The rest of them hav ...…

I had just set a listing appointment with a FSBO. I was a new agent, and the sellers told me they were also interviewing another agent from my office, Cindie Stewart. I made the mistake of telling Cindie we were both meeting with the same FSBO. Without any pause, Cindy looked right at me and said, “I’m gonna kick your ass.” And…she did. I knew ...…

If you want to know the answer for, “How do I go from part-time real estate agent to full time realtor?” Here is the answer: Commit to success. Set a date when you are going to be full-time. Get training. Go hard as long as your part-time. Treat real estate as your side hustle. Get word out to your Personal Circle. Get listing using turbo lead ...…

No. I’m not saying don’t talk to strangers. Here is why “Cold-Calling” is not a prospecting approach I recommend: EXPECTATION. The MINDSET of “cold” implies an expectation of pain… You should always be warm towards people and expect their reception of you to be a warm reception. That immediately changes the activity into “warm-calling,” and tha ...…